Pricer’s Points

Pricer’s Points: Does it really matter if Amazon eliminates list prices? | Garth Hoff

Pricer’s Points: Does it really matter if Amazon eliminates list prices? | Garth Hoff

Does it really matter if Amazon eliminates list prices? There have been several recent articles focused on the death of list pricing and/or on how list pricing is so deceptive that it’s useless anyway. Here is my take… 1 – This sounds like an overreaction to lawsuits where sellers are manufacturing list pricing that is […]

Pricer’s Points: Is your company going to commit pricing suicide? | Pepe Paez

Pricer’s Points: Is your company going to commit pricing suicide? | Pepe Paez

While we all understand what a price represents few realize the impact of prices in an organization. But pricing is not an occult science or the area of study only for post-graduates and C-level executives. Pricing is everywhere and sometimes it works against the very nature of understanding how to price your products. Why? Because […]

Pricer’s Points: HBR Article Review – Negotiation with Clients You Can’t Afford to Lose | Garth Hoff

Pricer’s Points: HBR Article Review – Negotiation with Clients You Can’t Afford to Lose | Garth Hoff

KEY TAKEAWAYS  1) Change the focus of the customer from seeing themselves as a “strategic account” to you as a “preferred vendor.”  Strategic Accounts try to use their clout to demand extra discounts.  Preferred Vendors provide the best solution for customer needs regardless of price. This is a major shift for most sales colleagues but […]

Pricer’s Points: Plotting Your Escape from “Pricing Prison” | Bob Sherlock

Pricer’s Points: Plotting Your Escape from “Pricing Prison” | Bob Sherlock

Positioning and Value as Escape Tools All too many customers focus just on the need to acquire the right product for the purpose—or get some work completed—as cheaply as they can buy it. Unless countered, that focus will put your business in “Pricing Prison.” If that’s where you find yourself, with little power to resist […]

Pricer’s Points: Does List Price Matter? | Michael Calogridis

Pricer’s Points: Does List Price Matter? | Michael Calogridis

1. List price allows for the setting of net price that can be reflective of any discounts and or promotions, thereby incents increased purchase activity. 2. Having a list price (as your starting point) also allows you to differentiate (on net price) highly valued customers from those who do not purchase. Granted, this fits into […]

Pricer’s Points: 5 Algorithms every Pricing Director should know | Manu Carricano, PhD

Pricer’s Points: 5 Algorithms every Pricing Director should know | Manu Carricano, PhD

Peter Sondergaard from Gartner recently coined the term of “Algorithmic Business” to state that data volume does not really matter, but what companies do with that data – how they turn it into proprietary algorithms – is a powerful competitive advantage and therefore the cornerstone of business growth. Most of Pricing professionals are lagging behind […]

Pricer’s Points: Finally, an alternative to surge! | Gnanagurubaran V

Pricer’s Points: Finally, an alternative to surge! | Gnanagurubaran V

Drivers love it, customers hate it.  I must be talking about the surge pricing, right?  Wrong! The opening sentence should have read like this – “Customers hate it, and so drivers hate it too”. Surprised?! Read on… In an article by The Economic Times, several cab drivers who are registered on the OLA and UBER stated that […]

Pricer’s Points: A “Pricing” Story | JC Yip

Pricer’s Points: A “Pricing” Story | JC Yip

Once upon a time in XYZ Company, the responsibility of setting prices for their products was left to the Finance Manager. Every year, he would calculate cost, collect competitor prices and input this into a pricing model with projected sales volume. He would then tweak the model until he arrived at a price that would generate revenue […]

Pricer’s Points: What will it take to boost Pricing maturity? | Mårten Hedberg

Pricer’s Points: What will it take to boost Pricing maturity? | Mårten Hedberg

Yet another study shows that a majority of companies operate at a low level of pricing maturity and that they also deeply underestimate the effort and capability it will take to be best in class in pricing. Duh, what else is new? I’ve been in the pricing business for 10+ years and it’s become our […]

Pricer’s Points: Does Browsing cause Algorithms to Raise Prices? | Prabhakar Mundkur

Pricer’s Points: Does Browsing cause Algorithms to Raise Prices? | Prabhakar Mundkur

But in hind sight I found it suspicious that my favourite flight kept moving its price up.   Even though it wasn’t a very special week,  a special time of the year, or a very special airline. So while I do understand that airline tickets like everything else in the travel industry follow a dynamic […]